HowtoOptimizeMICESales,RevenueandProfits销售攻心术学习课件.pptVIP

Who do you call for the initial contact 你刚接触客户时该找谁？ Focus of receptivity 接纳你的人 Focus of dissatisfaction 不满现状的人 Focus of authority 能拍板的人 精选 水之行避高而趋下，兵之形避实而击虚 Choosing customers with the least resistance 精选 What to Say on first Contact?怎样作首次接触沟通 Whatever it is, it MUST be Valid Business Reason to the customer! 不管你说什么，都得带给客户合适商务价值！ 精选 Valid Business Reason 合适商务理由 The reason impacts the customer‘s concept of what they want to accomplish, resolve, or avoid 影响客户对他们想要实现，解决或避免的观念的理由 The reason sets?your phone call?as a high priority for the customer客户把你的电话做优先考虑的理由 The reason answers the question, “what‘s in it for me?” for the customer 回答客户问的“这对我有什么好处？”的问题 The reason is clear, concise and complete理由需清晰，简练，完整 精选 Valid Business Reason 合适商务理由 “…The purpose of meeting today is to explore how we can help you organise a better event for your annual sales meeting. Is it OK that I ask you a few questions?...” “…今天我们会面的目的是想探讨怎样帮您主办更成功的销售大会。您不介意我问一些问题了解一下情况吧？…” 精选 How to Make Your Opening Call 如何开场白 Hello, Mr. XYZ. “XYZ 先生你好” Its an honor to speak with you. Or, Thanks for taking my call. “很高兴与您通话” 或 “感谢您接我的电话” DO NOT use any of the meaningless, overused pleasantries like, Is this a good time? or How are you today? 避免说一些无谓的开头语，如“现在说话方便吗？”或“你今天好吗？” 精选 How to Make Your Opening Call 如何开场白 State your Valid Business Reason. 陈述你的合适商务理由 “…The purpose of my call is to explore ways to provide better choices of accomodation for your colleagues. We have received lots of positive feedback from our guests, may be able to provide great service for you too.” “…今天我跟您交谈的目的是想看看能不能给您的同事更多酒店住宿的选择。我们经常获得我们客户的美言，或许也能您带来更优质的服务…” 精选 How to Make Your Opening Call 如何开场白 Introduce yourself. 介绍自己 This is Susan. Susan Star with ABC Company. “我是Susan。ABC 公司的 Susan。” Mr. XYZ, is it OK if I can ask a few questions to find if we can help you deliver better performance? “XYZ先生，您不介意我问几个问题，看看我们是不是能给您带来更好的效益？” 精选 是故百战百胜，非善之善也；不战而屈人之兵，善之善者也 The best victory is the one that is won without fighting 精选 Why do You Need